By Resa Gooding, Services Manager at HubSpot
3 minute read
Amidst mounting global economic pressures that influence growth, stability, and overall economic health, staying relevant, adapting to market dynamics, and meeting customer demands has become both more critical and more challenging than ever. MIndtickle’s new “Enablement ROI Blueprint” report provides essential insights on how sales enablement functions can become drivers of revenue and demonstrate the value of their efforts.
Based on interviews with Fortune 500 company leaders, the report distils their valuable experiences and lessons learned into a series of actionable best practices and practical tips for anyone who wants to increase seller capacity, productivity, and efficiency. If you’re like me, you’ll find the report’s insights absolutely golden, on aligning enablement strategies with business goals and metrics. Here are key takeaways that stand out to me:
1. Adopt a Customer-Centric Mindset: Tailor sales approaches based on customer insights to enhance buyer-seller interactions and sales outcomes. Effective salespeople think like clients, not just salespeople.
2. Evangelise and Earn Buy-In with Data: Address doubts with data. Communicate clear goals and measurable KPIs, and follow-up with clear evidence of the value of your effort. Do this and you’ll earn trust from previously, and understandably, sceptical stakeholders.
3. Align with Business Goals: Focus on revenue-driving metrics and align them with senior leadership's top priorities to ensure strategic impact and executive buy-in. Avoid both lagging and leading indicators, and search for “leaning indicators” that connect enablement activities to desired revenue outcomes.
4. Prioritise Ongoing Training: Move beyond completion rates to focus on competency-based training programs that enhance sales performance and drive revenue growth. AI can personalise training, providing real-time feedback to boost sales team efficiency.
5. Deploy Holistic Strategies: Implement comprehensive enablement programs that include continuous improvement, skill development, and reinforcement. Exposing even your most tenured sellers to regular assessment, feedback, and adjustments, will keep strategies responsive to market changes.
And that’s just scratching the surface. Dig into this report and you’ll find ideas you can apply right away to demonstrate program impact, secure ongoing support, and foster sustainable business growth. Here’s a few practical steps I think any enablement professional could take right now, based on this report:
- Make sure every enablement program, old and new, has clear success criteria associated with it. Track and report success on a program and organisational level.
- Talk to your executive leaders. Make sure the objectives you select for your programs are aligned with overall business goals.
- Make your programs more adaptive and personalised. A one-size-fits-all approach will ensure no one gets the value they’re seeking from enablement.
Take a look!
By Richard Champ, Enterprise Account Executive at Mindtickle
With an unwavering commitment to generating qualitative returns on effort, investment, and effectiveness, Richard specialises in designing and implementing business-critical and revenue-enhancing programs across a wide variety of industries. His expertise is leveraged by Technology, Finance, Sales, Client Services, Operations, and Human Resources executives, in fast-growing companies, large enterprises, and international clients. Addressing strategic challenges and uncovering significant opportunities.
%20(2).png?width=300&height=300&name=image%20(002)%20(2).png "image (002) (2)")
